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36 Indus. & Lab. Rel. Rev. 378 (1982-1983)
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration

handle is hein.journals/ialrr36 and id is 380 raw text is: THE ROLE OF PERSPECTIVE-TAKING ABILITY IN NEGOTIATING UNDER DIFFERENT FORMS OF ARBITRATION MARGARET A. NEALE and MAX H. BAZERMAN* This study investigates whether the ability of negotiators to adopt the perspective of theit opponents is a key to success in negotiating under con- ventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations-as measured by concession rate, number of issues resolved, and outcome success (the dollar value of the contract obtained)-and such attitudes as perceived agreement with and con- trol over the outcome. The authors also find that negotiating experience affects various process and outcome measures of the negotiation as well as perceived control over and agreement with the outcome. A RBITRATION has become a commonly used and highly visible alternative to the strike, particularly within the public sector. Furthermore, arbitration is spread- ing beyond the realm of labor-management negotiations, being used to resolve con- flicts typically within the jurisdiction of the courts, such as divorce actions.' This study *Margaret Neale is Assistant Professor of Manage- ment at the College of Business and Public Administra- tion. University of Arizona. and Max Bazerman is Assis- tant Professor of Organizational Behavior at the School of Management. Boston University. This research was funded by a grant from the National Science Founda- tion. The authors thank James Driscoll and Thomas KOchlau for nctuerous insightful cornmtetnts On previous drafts of this paper. 1R. L. Bonn, Arbitration: An AlternativeSystem for Handling Contract Related Disputes, Administrative Science Quarterly, Vol. 17, No. 2 (June 1972), pp. 254-64: William W. Notz and Frederick A. Starke, 'Final Offer versus Conventional Arbitration as adopts a decision-making perspective of the role of the negotiator under the two most common forms of arbitration-conven- tional and final-offer-to increase our understanding of the negotiation process. Although the use of arbitration proce- dures has increased in recent years, our knowledge of why various forms of arbitra- tion differentially affect negotiator behavior lags far behind. Viewing the bargaining exchange from a decision-making per- spective allows us to apply to the analysis of negotiations some of the lessons learned from the extensive theoretical and empirical work that has been done on decision mak- ing. A unique characteristic of labor-man- agement negotiations is the likely impor- tance of negotiators' assessment of the de- Means of Conflict Management, Administrative Science Quarterly, Vol. 23, No. 2 (June 1978), pp. 189- 203. Industrial and Labor Relations Review, Vol. 36, No. 3 (April 1983). © 1983 by Cornell University. 0019-7939/83/3603 $01.00

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